How to Win Friends & Influence

How to Win Friends and Influence People =================================================== The Principles =================================================== Part 1: Fundamental Techniques in Handling People 1. Principle 1: Don’t criticize, condemn or complain 2. Principle 2: Give honest and sincere appreciation 3. Principle 3: Arouse in the other person an eager want =================================================== Part 2: Six Ways to Make People Like You 1. Principle 1: Become genuinely interested in other people 2. Principle 2: Smile 3. Principle 3: Remember that a person’s name is to that person the sweetest and most important sound in any language 4. Principle 4: Be a good listener 5. Principle 5: Talk in terms of the other person’s interests 6. Principle 6: Make the other person feel important—and do it sincerely =================================================== Part 3: How to Win People to Your Way of Thinking 1. Principle 1: The only way to get the best of an argument is to avoid it 2. Principle 2: Show respect for the other person’s opinions. Never say, “You’re wrong.” 3. Principle 3: If you are wrong, admit it quickly and emphatically 4. Principle 4: Begin in a friendly way 5. Principle 5: Get the other person saying, “yes, yes” immediately 6. Principle 6: Let the other person do a great deal of the talking 7. Principle 7: Let the other person feel that the idea is his or hers 8. Principle 8: Try honestly to see things from the other person’s point of view 9. Principle 9: Be sympathetic with the other person’s ideas and desires 10. Principle 10: Appeal to the nobler motives 11. Principle 11: Dramatize your ideas 12. Principle 12: Throw down a challenge =================================================== Part 4: Be a Leader—How to Change People Without Giving Offense or Rousing Resentment 1. Principle 1: Begin with praise and honest appreciation 2. Principle 2: Call attention to people’s mistakes indirectly 3. Principle 3: Talk about your own mistakes before criticizing the other person 4. Principle 4: Ask questions instead of giving direct orders 5. Principle 5: Let the other person save face 6. Principle 6: Praise the slightest improvement and praise every improvement. Be “hearty in your approbation and lavish in your praise.” 7. Principle 7: Give the other person a fine reputation to live up to 8. Principle 8: Use encouragement. Make the fault seem easy to correct 9. Principle 9: Make the other person happy about doing the thing you suggest